SE sales CPQ +Go-live training X Sunrise - March 04

VIEW RECORDING - 125 mins (No highlights)

@0:03 - Jonathan Riis Gilmartin (sunrise.dk)

Ah, and there was my note ticker, as a note ticker in the meeting that is also recording the meeting.

So these recordings are uploaded to the training page as well, so you can see them and you can move your way through it, you don't have to watch the whole thing, you can skip certain parts and what's important.

I will try to do like an indexation of it, so like if there's important bits in the training, I will, it will be highlighted so you can say from 20 minutes in, we start talking about XYZ, for example.

So you don't have to look through the whole thing to find, you know, what did we agree on or what did we talk about in one part of the setup?

Perfect. Should we just start or are we, do we have other people joining, do you think?

@0:54 - Anna Smids (Assessio)

I think we are all actually, we have one on vacation, Hannah, and then we have one person sick. So I think this is the team.

Okay. Perfect. Super.

@1:06 - Jonathan Riis Gilmartin (sunrise.dk)

Good. I will start by saying we just have a few identified things with from up sales to hotspot history of tasks and some emails that are mess my colleague is working on actually getting into a hotspot now.

So we should see it soon. And it's the same for for contacts and companies. had we removed a lot of duplicates between sales and hotspot.

But the issue is that the activity associated with those they are still we still have that but it just did not import in the first import we did into a hotspot because there was nothing to be associated with because it was a duplicate per se.

So message working on making sure that also gets into hotspot so you have everything that you should have. start with saying that.

Okay, but today's training. I will also touch upon what we did yesterday. So of course, we did the serum brush up yesterday, but I will go more into depth.

This is the sales part of hospital that we will be looking into today. I will also I will also make sure that we just have like is our outlook configured the right way.

Do we have the meeting plugins set up the right way? I just want to make sure that everything is in place so that we don't have that as a blocker later on.

Yes, and then we'll work on the deal part. And I will also show you the one flow connection now that that is live now.

So you know how to create a contract through one flow. Instead of doing it through up sales and one flow, then you can do it.

You can now do it through spot and one flow. And then we should also have time for questions. Cool.

I will just go ahead and show my screen. So everyone in this meeting has access to Hopsport, right? just want to make sure.

Good. So when you open up Hopsport for the first time, not for the first time, or when you open up Hopsport, you will typically see some kind of dashboard.

After the meeting today, I will send you the country specific dashboard for sales that we've done for you, so that you can see your data only and not data across the group, because that's of course not maybe not as interesting for you as your own data.

So I'll send that to you after the session. will get that. So I won't go too much in detail with the reporting today, because we want to So what we'll do today is

will walk through the sales workspace, and I will also walk through the CRM part of HubSpot. As we did yesterday, as we did yesterday with contact companies and deals, but we'll try to go more into detail.

And I will also let you do stuff today, because again, I know how to do these things in HubSpot.

And I would rather have you try it out. And I know, you know, Jennifer, Carlos and Jasmine, you've had a head start, I think we can call it that.

But that's just good. it will be easier when we are multiple people on the team that are comfortable working with HubSpot.

So I'll start by going into the sales workspace. Now, the sales workspace is not super interesting for me to see.

So if I may, I'll just borrow one of you. I'll borrow Carlos. Perfect. So the sales workspace in HubSpot is just

Similarly, different parts of Popspot that is put into one place. So it's easier to navigate between the most important things that you have and actively are working in your sales role.

So you have your task list. course, there we will have some updated tasks throughout the day. So you have all of your tasks in the same list.

But right now you have six calls, I can see, that are due today. But you can, of course, also see it due tomorrow or due.

So this is like a daily task list. This is not all of your tasks. And you can see that you have an active sequence, which is great, where you have eight contacts enrolled.

Can I ask a question, Yeah, of course.

@5:46 - Anna Smids (Assessio)

When it comes to my calls, I have calls scheduled, but it just to-dos. There is an icon to-dos.

@6:00 - Jonathan Riis Gilmartin (sunrise.dk)

uh four uh but during calls it's zero is it calls that how is it it's just the task type i'm not it's not necessarily when moving from up sales i'm not sure we have a type we just have a name so it might just be to do when we move them from up sales i hope that's okay but i created these in hubs but ah okay i don't know i'll show you i can show you how you choose which one it is if i go to the task here you can say create task you can see here you have to do and then call email so it's so it's just depending on what you choose and the task type i think that's the thing okay i think i created it from the the customer um site so directly from uh contact i just schedule call yeah so

@7:00 - Anna Smids (Assessio)

Oh, no. Okay, so you had an actual call with the customer? Yeah, I had a call and then I scheduled another call later today.

And I guess it should be under calls then.

@7:16 - Jonathan Riis Gilmartin (sunrise.dk)

So this is actually just a task and this is the, as I see it, this is also the open tasks.

So if you already have scheduled the task, maybe you completed it. And we can look up the customer so we can just see.

We just want to make sure that we have the right understanding.

@7:36 - Anna Smids (Assessio)

We can talk a teacher. I could teach us.

@8:00 - Jonathan Riis Gilmartin (sunrise.dk)

L L A But maybe you don't have an A Oh ok maybe I like this Yeah Lea vika, no not that one I can also do something else This is Tweridyes Your Mister That one right So this is the one you're talking about, a follow-up.

@8:35 - Anna Smids (Assessio)

ask a sign. I just went under calls, and then I just made a new one.

@8:44 - Jonathan Riis Gilmartin (sunrise.dk)

So it's not a big issue. No, no. But it's a good question, actually. So I'm guessing you had a call, and then you clicked off the automatic make a follow-up task for me.

Yeah. Basically. Yeah, yeah.

@8:56 - Anna Smids (Assessio)

And it's just always said to do.

@8:58 - Jonathan Riis Gilmartin (sunrise.dk)

I wouldn't. too much about it. You can always change it when you do the activity. You have in the sales workspace that it says you have to do calls and emails.

I think the most important thing is just to have your total task list here. And then the category of the tasks is something we can work on or work on.

But it's not, I can say, not super important because this could be beneficial.

@9:27 - Anna Smids (Assessio)

mean, it's if you want to follow up how many calls you did up week and how many emails you did a week, it could be a good statistics just to follow.

In that case, it might be good.

@9:39 - Jonathan Riis Gilmartin (sunrise.dk)

So that we can still do. And that was actually my point. You can still see how many calls you had.

@9:44 - Anna Smids (Assessio)

So this is not your activity report, basically.

@9:46 - Jonathan Riis Gilmartin (sunrise.dk)

This is just your the daily to-do list, right? So in another report that I will send you out to the session today, we actually have an activity, a leaderboard, so you can see how many calls you had, how many tasks you completed, and so on.

and those you put in are done correctly. So they would be in that report. So that's totally fine. You did the right thing.

You did nothing. You did everything right. I'll borrow Carlos again. I just want to mention a little thing down here in the bottom.

You've probably noticed this that Hofspot is actively pushing in stuff here for you to look at. And some of it will be all related to the import, for example.

So we assigned you 46 contacts. That's from the import, right? But you can also see deal related. So for example, update next steps for SMC networks.

So what is the next step? So this is based on Hofspot's AI. So it will try to look for opportunities you have that Hofspot AI thinks you should have a look at.

And it's getting better and better in my experience as you use it. So, for example, here if we update next steps, you will then be put into the actual record that we are talking about, which is the SMC network.

And then you can update the next steps on the contact, or sorry, on the record. Let's do that here, add next steps.

I don't want to do anything here. But then when you are done, you just click it off and then we can go back to the summary.

So it's trying to give you focused tasks that the system identifies as being important. Not all of them are important, so you can filter through them and just do the tasks that are important because then the system will become better as you give it more input and you use it more.

it will be better at identifying things so it doesn't fall between the cracks. You can also see prospecting related.

So, I'm guessing you've had a couple of meetings, Carlos, so it's suggesting following up. some context that are waiting a reply and stuff like that.

And this is your call, your activity report by the way Albin. Was it Albin who asked the question?

@12:12 - Anna Smids (Assessio)

I thought it was.

@12:13 - Jonathan Riis Gilmartin (sunrise.dk)

So you can see here the calls and you can see the pipeline created and you can also click always so you can see you know what is it actually that has been created.

And emails replied, emails sent and so on. So pretty good call statistics. I will say this week, Carlos. Week is two days in.

Yeah, and you can change. Yeah, sorry.

@12:42 - Yasmin Handreck (Assessio)

Of course. Because when I'm looking at my calls, I also have like over 600 calls and I'm fairly certain I haven't called that money.

I know it's the migration.

@12:53 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, so next week this will be filtered off. That makes sense. This is the baseline.

@13:00 - Yasmin Handreck (Assessio)

This is where we start.

@13:00 - Jonathan Riis Gilmartin (sunrise.dk)

this is the baseline. I was also looking at the number thinking, I'm just not, I call that much.

@13:09 - Carlos Chacon (Assessio)

I was very impressed by the number. but okay, but that's because we've done the migration this week.

@13:14 - Jonathan Riis Gilmartin (sunrise.dk)

Of course, next week, these will be filtered off. So you will, you will see, of course, the more realistic call and Eric already has this as a benchmark.

So that's perfect. So this is the sales workspace. would suggest looking at this on your own time, know, just looking through it and seeing what what makes sense.

And then the other objects that we have in here that are of of high importance. So we have the lead object as well.

This is mostly something that Jennifer is using right now. So this is where the found leads are landing and Jennifer will then receive, you know, she receives the leads in here and then will hand them off to one from this scene from this.

So everything basically. comes in here. This is the bucket for all marketing leads. And then Jennifer will then handle those and pass them on to you.

And she will do that by creating a deal, or if there's already created a deal, I'll show you in a minute how it works, how the handoff can work between Jennifer and you guys.

So this is just for you to know, we will not be using the lead object currently. We are focusing primarily on the deals.

And now I think I'll just borrow Carlos again, if it's okay. The last view you showed us, Jonathan.

@14:41 - Anna Smids (Assessio)

Was that real leads?

@14:45 - Jonathan Riis Gilmartin (sunrise.dk)

Most of them. I believe so.

@14:48 - Anna Smids (Assessio)

I just saw a very interesting one, PWC. That came, is that a real lead? It's from the campaign.

@14:56 - Jennifer Solkarin (Assessio)

Okay, it was right today or?

@15:00 - Jonathan Riis Gilmartin (sunrise.dk)

I think it was last week or a week or two days ago two days ago. so round.

@15:06 - Jennifer Solkarin (Assessio)

Okay Okay, also market as hot A question Jonathan if you go to Carlos deals so Oh Yes, I'm trying to click but okay there we So I I've sent him like the The three of them Yeah, and I'm wondering can you see that because I can't see that I have like Sent him deals from my view.

Can you see that they're those are from the mql pipeline?

@15:42 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, I can of course So you mean you Yeah, because you put them in qualified prospect. So what I what we could do here is we can actually add a str owner and unsigned

when did you do it just so was it before or after the whole setup thing we talked about do you remember before before okay that makes sense that then these properties are doesn't make sense but yes i can i can check that then i will open them in new windows i'm trying at least let me see you record it's like my browser is hiding there oh there is so i hope it's okay that we do these use cases a little on the fly because it's like the question you have of course important and so did you did you move the stage to him just from the lead part or what did you do just

Not on that one, not on that one.

@17:03 - Carlos Chacon (Assessio)

not that one. Not that one.

@17:05 - Jennifer Solkarin (Assessio)

Can you go into maybe Albin's account? Because I did one today. So I just want to know if it's in the correct way.

Yeah, of course. Yeah.

@17:16 - Jonathan Riis Gilmartin (sunrise.dk)

It's in the deals department. that one.

@17:19 - Jennifer Solkarin (Assessio)

I saw that one coming through as well.

@17:21 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, perfect. But let me see here. So I made a property that gets filled out automatically if you do the thing, the flow we designed, right?

So let's see. See. They came in for a book demo request, right? I can, so I can see that you assigned him.

So that's, I can see that. Just looking at the qualifications section. Ah, you, okay. What did I do?

@18:03 - Jennifer Solkarin (Assessio)

No, no, it's not. I'm just need to make sure that my workflow handles this the right way.

@18:08 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. So you assigned the deal owner. And that's the SDR owner. No, so you did it the right way.

So I can see that. So I'll just do a little change here. Oh, okay. This is what happened. Okay.

So the leader proved the client by I was actually thinking that would be you. So you would put yourself as the one who approved the client.

But is it Alvin who actually sees it first and then approves it? Or how is your flow there? I'm just, I'm guessing you look at it and say that looks good.

you pass it on to Alvin, qualify it and send it to Alvin.

@18:46 - Jennifer Solkarin (Assessio)

Okay.

@18:47 - Jonathan Riis Gilmartin (sunrise.dk)

The only thing you just need to do is put yourself as the leader proved the client by as you can just put yourself.

And then the rest will change the deal on to Alvin and then say leader proved the client by and this will actually

should be auto-filled. You don't have to fill that. That will be automatically filled. So, this is the right thing.

just need to assign yourself as the one who approves the lead. Perfect. But yes, I will continue to borrow you, Albin, because the deals and the deal part here, I actually like this setup a lot, because when you have multiple deals, I'll go back to Carlos, because I would like to have multiple deals.

Feel free to look at this, of course, in your own. I'm guessing, from what I'm hearing, your questions, you are already doing this.

But just, I want to make sure you're also looking at your own data, right? And Eric, you can look at multiple as well, if you want to do that.

But that's something we can get to. for assessing your own pipeline. basically looking and say, OK, I have these four deals.

And we have this deal score. And you can see, actually, now, did you notice, Carlos, that it increased after we gave it feedback yesterday?

Well, I actually been doing a lot of feedback into myself.

@20:16 - Carlos Chacon (Assessio)

changed the stage.

@20:18 - Jonathan Riis Gilmartin (sunrise.dk)

I also put in some different stuff. Yeah, so it would be very surprising if that didn't go up at least 80%.

@20:24 - Carlos Chacon (Assessio)

Yeah, I know. You also did a lot of work.

@20:27 - Jonathan Riis Gilmartin (sunrise.dk)

So also just saying, it looks like this will close, right? But I think that's the whole idea. The higher the score, the closer to actually winning the customer we should be.

And it looks like the contract was signed, so that's great. And now it's not yet signed.

@20:43 - Carlos Chacon (Assessio)

Oh, OK, fair enough.

@20:44 - Jonathan Riis Gilmartin (sunrise.dk)

It's pending. It's pending, yeah, fair enough. I like this overview to always look at all of your open deals.

But you also have the option to look at stall deals. And so again, a stall deal here is defined as not

If you don't have a next activity scheduled, so again, keep that in mind if you say, okay, maybe this is not a small deal, but what you can do is you can just schedule a could I just add a to-do task?

Is that okay? Carlos? Of course. Yes.

@21:13 - Carlos Chacon (Assessio)

And you just click here and you say, follow up, it's fasting.

@21:18 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@21:19 - Anna Smids (Assessio)

Yeah. Yeah. Yeah.

@21:20 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. Then you say, create and then now we have a follow-up task. what I like about this view is that it allows you to create tasks, notes, all these things in the view to just help you identify where in your pipeline you should focus or you can focus.

@21:40 - Carlos Chacon (Assessio)

So this one, get a T for my whole team, you know what I'm saying? Yes.

@21:45 - Anna Smids (Assessio)

You can.

@21:46 - Jonathan Riis Gilmartin (sunrise.dk)

I'll send you a link as well, Erik, so you can have a look and have fun with that as well.

And we can add properties here, as I just mentioned, so I'll add, for example, if you received it from

From Jennifer you'll be able to see the owner, which I can put up a little bit, I'll keep it here for now.

We can add multiple fields if you would like to. You don't have to say now that you would like XYZ, but feel free to ask me if you want or need multiple different views that you would like.

You can just let me know and I can add stuff to it. You can of course filter here as well, so you can close it.

So let's say we're doing a pipeline review for this month. Can I ask a question? Yeah, of course.

@22:36 - Carlos Chacon (Assessio)

Because this SMC, we have two different ones because there's one that just got closed and I don't know for some reason it didn't create a new deal.

But this is the same one that we just sent out. It's beeping all the time over here. Can we then merge them anyways?

be there yeah of course um i can i i like if you go to one if you go to one stage one um are you the owner of that or i think so yeah smc oh okay okay is it one of these is it a sign what is it a sign one flow contract is that what you just saw actually actually rasmus and eric took that and and like sent the invoice for me so i can't really answer but i know that it went from closed and so a new deal popped up in my in my view and it should be the same one as that one yeah but i'm thinking they did that in op sales right i'm guessing it might be yes yeah yeah but that's a good thing because then we can just move this one to to one correspondingly yeah actually so we just do

But let's just do that right away.

@24:06 - Jonathan Riis Gilmartin (sunrise.dk)

So there are a couple of things that we would need to add. So I'm just taking a brief look here to see if we have the data.

I'm going to review the record, but maybe Eric, I can find it in up sales as well and I can just update it so it fits correspondingly.

So we make sure that we have all the data. course, did you do it this week or last week?

Yesterday. did it.

@24:52 - Carlos Chacon (Assessio)

Yesterday.

@24:53 - Anna Smids (Assessio)

Okay. Perfect. get it on February, Yeah. Yeah. That makes sense.

@24:58 - Jonathan Riis Gilmartin (sunrise.dk)

That makes sense. Okay. we can do that afterwards. can see we have a we want to add a VAT and some different things so I think it makes sense to do do later because that's of course something we need to then move if we if we win a deal we would want to to make sure to move that as well.

@25:16 - Carlos Chacon (Assessio)

Yeah also because otherwise the data would be inaccurate if you have like a deal it's still lingering when it's not there.

Exactly so we would want to want to make sure to do that as well.

@25:31 - Jonathan Riis Gilmartin (sunrise.dk)

a lot of the companies will already have a lot of the data needed and some of them you might need to add some specific specific stuff to it but it's good we're covering these cases it's actually it's the daily use case that I would like to cover as most as we can so that's good.

@25:50 - Carlos Chacon (Assessio)

Yeah I have another question I might be a little bit forward I'm sorry about that. When you go to the deals you notice that there are two different views that you can access you can access

that one deals the tab at you and open right now, you can also access over there. Yeah, we can have like a like or like a wider overview of the pipeline.

Like the one you opened yesterday, yes, and that one. And over here, I like this, this view, it fits my mind a little bit better sometimes, but I see the potential that you're working with as well.

But when I'm clicking on the deals here and I'm trying to carry tasks from here, I cannot do that.

@26:28 - Jonathan Riis Gilmartin (sunrise.dk)

No, could you show me how and why how you how you do it? Yeah, please. Yeah. Two seconds over here it is.

@26:44 - Carlos Chacon (Assessio)

So for instance over here, can you see? Yeah, I can see. So if I click over here here it says it's not an activity schedule which there is and if I want to click here, I can get this window up and there I should be able to see here create a task.

This is in Swedish now. Yeah, that's why I click here. So let's say I want to I want to email this this person and then just say follow up Yeah, sorry I can't create it.

It's just this it's it's undoable and the question is why Oh, you need to have a title in the top.

@27:21 - Jonathan Riis Gilmartin (sunrise.dk)

So, uh, Oh, there is a title I didn't see that Or what does it say I'm okay.

@27:30 - Carlos Chacon (Assessio)

That's it.

@27:30 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, yeah, that was a stupid mistake.

@27:32 - Anna Smids (Assessio)

I think that's a feed that's a feedback Jonathan more generally that I think the Swedish is not perfect Uh, and it feels a AI generated as I saw it in in many places that it was Strange, I mean a bit strange.

understand what it says, but it's not accurate Yeah, if you can point out those places, I think we actually have the option now to upload a custom translation

@28:00 - Jonathan Riis Gilmartin (sunrise.dk)

So we can overwrite like a value, for example, or something so we can make changes, but otherwise if it doesn't work at all, sometimes the English version is better.

I know they are working on improving the Nordic translations because the Danish one is also very bad. I don't use the Danish one, I use the English one.

Jennifer? Another question.

@28:26 - Jennifer Solkarin (Assessio)

So for example, you saw that I had the leads view and I have the deals view. So let's say the PVC that Eric asked about, it wasn't a relevant person that worked there.

How do I disqualify it from my leads list? Excellent question. Excellent question.

@28:50 - Jonathan Riis Gilmartin (sunrise.dk)

So I will have one meeting today, apparently, in my...

@28:59 - Jennifer Solkarin (Assessio)

Good to know.

@29:00 - Jonathan Riis Gilmartin (sunrise.dk)

So, so and I will show this for everyone just for you to see as well.

@29:06 - Jennifer Solkarin (Assessio)

Both the sunrise exactly I wanted to remove it, but That's totally fine.

@29:13 - Jonathan Riis Gilmartin (sunrise.dk)

So we can see you have these different statuses here, and you have a disqualified status as well Oh, okay, and then in Osmar Lader Oh, that's not for me, sorry You can say So, let's say Yeah, so for example the PVC it was like the person who contact that that don't download it the Campaign wasn't interesting.

@29:45 - Jennifer Solkarin (Assessio)

So if I disqualify will the whole company be disqualified or only the that specific lead Only that specific lead, okay Yeah, so what you can do is you can see here we can do the same thing, right?

@30:00 - Jonathan Riis Gilmartin (sunrise.dk)

I won't do it for you because you can do it yourself because it's a good exercise right but you have the disqualified if you need more reasons here by the way please let me know these are just some of the reasons we could see we can add multiple If you want to and I can add I can add more here as well right now we have the reason and we have the note to fill out you know contact not not the right contact person at pwc but you know maybe we can work on something else so you can just do that here and another question so let's see I found something interesting just to explain it to other ones these who are like coming into leads aren't that like as interesting as the leads that comes into deals but let's say that I come in contact with someone like dinner for shakringer I contacted them and they are interesting how do I move it to the deals excellent question again

the deal creation window. So here you can then say, okay, it's an active prospect. That's just the first page, right?

You can also put it in the qualified. If you already feel it's qualified, of course, then it will just ask if the lead is qualified, you say yes.

And this is the same thing I showed you earlier. Can I do it or should I not do it?

You can do it.

@32:23 - Jennifer Solkarin (Assessio)

mean, this person.

@32:25 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect.

@32:27 - Jennifer Solkarin (Assessio)

And so lead approved the client. So it's approved by you.

@32:30 - Jonathan Riis Gilmartin (sunrise.dk)

I don't have the segment on them right now. So I'm not sure how big they actually are. It's value.

Value, perfect. And these paying value drivers, they are, if you have them. So if you talked about them with something, do they have like an issue or something that you've identified?

Or it's regarding recruitment.

@32:54 - Jennifer Solkarin (Assessio)

It's recruitment. Okay.

@32:56 - Jonathan Riis Gilmartin (sunrise.dk)

We have, I don't have that as a page. in per se, but we can say too few employees. And then maybe have a value drivers and a champion, but then the only thing is a deal type that's just new business.

So that must be recurring revenue because it's recruitment. And I'm guessing it's the SSU platform.

@33:18 - Jennifer Solkarin (Assessio)

Yes.

@33:19 - Jonathan Riis Gilmartin (sunrise.dk)

And then recruitment module I'll do that. And I'm not going to be the deal owner. And who is the lucky one?

you decided?

@33:29 - Jennifer Solkarin (Assessio)

Haven't decided yet. You can put myself. That's unfair thing to have to do in front of all your colleagues.

@33:38 - Jonathan Riis Gilmartin (sunrise.dk)

cringe.

@33:39 - Jennifer Solkarin (Assessio)

Sorry for that.

@33:41 - Jonathan Riis Gilmartin (sunrise.dk)

And I'll just put the association label as the champion because it seems like the person you're contacting here is the one who can help you sell this deal, right?

And then we say create. And then you've done what you needed to do. Turn it off. from the sales team will receive it.

Of course, you need to change the owner.

@35:00 - Jennifer Solkarin (Assessio)

Did what you needed to, right? Exactly. Communication with the environment.

@35:04 - Anna Smids (Assessio)

Okay, thank you. Perfect. I can't hear you Thomas. No, you can't me.

@35:11 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, we can hear you.

@35:12 - Anna Smids (Assessio)

Yes, we can hear you. A little problem, some problems with our technique here Anna. I have a question then.

to summarize, when Jennifer sees this Leeds view and we get maybe Leeds in that are maybe not automatically qualified into the MQL but we see that it's a very interesting company for example, PWC here, but the wrong person.

We could actually move it to something to do actions with. So I think that's very important to know because even if it's a wrong person at PWC maybe we want to take an action.

Because it's such an interesting company to be contacting again. Exactly.

@36:00 - Jonathan Riis Gilmartin (sunrise.dk)

And this is why we've done the setup like this. So all the forms on the website, lead forms on LinkedIn, downloadables, except for the book demo and price request, they go directly in the pipeline.

Maybe we also should route them in here first. That's something we can have a talk about. now it feels like they are okay to go directly into the pipeline because it's a book demo or a price request, right?

But yeah, so you can also see how it, you can see the new lead came from Frampton's letter. it's also written in organization AI.

that's a downloadable marketing guide, succession planning, succession planning, think you say, I've been saying that wrong, I found out.

And you can then see the recent communication with the lead, right? So you see it's submitted this form on this page.

You can also click the page if you want to and you can actually see the page they're coming from.

So we're trying to compile as much information as we can on the leaps, and you can of course see the contact in the company as well.

@37:08 - Jennifer Solkarin (Assessio)

Another question. and do I have also like a dashboard so I can see all like the leads, MQLs, the SQLs, and like the results?

Yes, you can.

@37:24 - Jonathan Riis Gilmartin (sunrise.dk)

So that's the dashboard I will share with you afterwards. We have a sales dashboard and we also have a head of sales dashboard for Eric, so he can see all of that.

@37:33 - Jennifer Solkarin (Assessio)

So we have both.

@37:35 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect. Thank you.

@37:36 - Jennifer Solkarin (Assessio)

Because I'm thinking you would like to see like the things that you've handed off, what are you doing in the pipeline?

@37:42 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, and also it's hard to track all the leads that you've been like in dialogue with like for the whole month when I need to like report the results.

Of course.

@37:53 - Jennifer Solkarin (Assessio)

Yeah.

@37:53 - Jonathan Riis Gilmartin (sunrise.dk)

I will send you that so you can see. I've made some reports for the SDR slash BDR role where it's

okay visible what you've handed off and what what what is the active dialogues and all that stuff so we have it in one place thank you you're welcome question there maybe i'm thinking out loud now but maybe i should see that too yeah of course what do think like so we can work together there with that with those flows because i can imagine that we're gonna have so much please uh i think it could be good too yeah if i have access to it then we'll see how much i use that access but it's a you should you should have access to it and i will just share i will share some quick links after today i also have this training page that's in our project management system called click up that that i will also share with you it's a link and i just did a a menu this weekend fun weekend i just did a menu so you can click on the menu for different use cases so it becomes easy to

and a video or some training material that you need. Yeah. Oh, was that? Sorry, I didn't. Oh, it's not for us.

@39:14 - Anna Smids (Assessio)

Okay, for internal.

@39:15 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, yeah, fair. I'm just, I'm from now on, know when you're speaking Swedish, I guess it's not for me.

Lydia does the same thing, so it's fine. It's just weird. Sometimes I'm the only one in the room, but anyhow.

Okay, so do you have any more questions for the lead object, Jennifer? No more questions.

@39:37 - Jennifer Solkarin (Assessio)

Perfect.

@39:39 - Jonathan Riis Gilmartin (sunrise.dk)

Cool. So quickly going back to the deals, you also have the option to create a new deal from here, if you would like to do that.

So you can actually create, if Carlos wants to or Jennifer wants to, so you can create a deal directly from here.

And then you just go through the normal deal creation process. Okay. You're basically just, you know, give it a test, sunrise, and the process is almost the same as what I just showed you with converting a lead to a deal.

And then we say deal type, and we have some different deal types, also an RFP for you Anna. And yeah, some different things to choose from.

The new business and upgrades is probably the one you will be choosing the most. And if you choose new business, you just have a couple of added questions.

For the revenue type, you can choose both. And then of course, the platform. And if you choose a special or bloom platform, we will also ask that you love the platform.

That's just the added input here. I will suggest that you play around with the deal creation yourself. Just try it out.

You don't have to do it now in the meeting. But I will just that will be my recommendation. And if you see anything as part of that where you thought, Oh, I might be

Is it something I would like to do something else or just any input feel free to send it to me as well?

So we have it But now that we have everything In the sorry one question So the other deals they don't have a company name So if you like scroll you will see that Like the first two doesn't have a name Do you immediately have here?

Yeah Yeah Oh, you mean ah, yeah So do I need to add company every time? No, you don't Sometimes if I contact so I can give you the example with this one because this is a good example So I'll just jump to the company record if I'm allowed to do that I will just jump to the company record if it's okay with you and I can see that This is a new section this is So that

happening in Hofspot as you can probably see as well, so I can go to Johanna just to show you how this works because you can see Johanna has an email and that looks like a dina for sickling a male and Hofspot is able to create or identify based on the email domain.

So if you create a basically says hey we are interested in hearing more about your system or your setup or whatever you can do.

Hofspot will create the company if it doesn't exist with this domain but it will also associate.

@42:45 - Jennifer Solkarin (Assessio)

I think yeah I understand that part but like the other ones that are under like in the form we have a section where you can fill out the company name so

Then I think maybe it hasn't picked up from the form, maybe. Okay, I understand your question now. So I think that is correct.

@43:09 - Jonathan Riis Gilmartin (sunrise.dk)

So I'll just investigate that to make sure that the one they filled out.

@43:12 - Jennifer Solkarin (Assessio)

Exactly.

@43:13 - Jonathan Riis Gilmartin (sunrise.dk)

And also under leads.

@43:14 - Jennifer Solkarin (Assessio)

So then I guess it's the same problem with the form for those that's coming into leads. I think you are correct.

So I'll just have a, I'll follow up on that and show the form.

@43:24 - Jonathan Riis Gilmartin (sunrise.dk)

Thank you. name there. Perfect.

@43:28 - Jennifer Solkarin (Assessio)

No more questions. It's good.

@43:31 - Jonathan Riis Gilmartin (sunrise.dk)

It's good to have questions. I would say it's, it's the best training. So when you have questions and are interested in stuff in the system, because otherwise I'm just doing things.

And that's just not as fun for me. So I like having a, I like having a dialogue as a training.

you can call that perfect.

@43:51 - Jennifer Solkarin (Assessio)

Okay.

@43:52 - Jonathan Riis Gilmartin (sunrise.dk)

I will just do a quick thing here. Okay. So, so we have deals. here again I think I showed it before the last thing I just want to show if you want to change the field stage you can also do that here so if you have talked with the customer you have worked with the customer and by the way you can open up the record here as well you can do an activity I'm I can do an activity for Jennifer this is why it's not allowing me so you can create a note you can send an email you can do a call task meeting whatever that might be and then you can move it to the next stage in the pipeline when it's qualified oh shouldn't do that move it back so we can save that for the next stages in the pipeline yeah and then again we can see the deal score I like the deal scoring as a tool but as Carlos has also already found out it needs some adjustment and and that will become better if you see a deal score and you think and you feel it should

higher. You should tell it that this was not helpful and give it a reason because the more we it we train the hotspot AI on our deals the better it becomes at actually scoring the deals we have.

So that's the thing we want to do. Yeah. Any questions for this? I like the sales workspace because of the simplicity.

You have everything in a few tabs. But of course we also want to understand how the CRM works. that's what I would really like to try to get to myself here.

That is what I would really like to get to show you as well the actual CRM part. You also have the tasks here of course.

This is just a total task list of tasks that can be connected to contacts. companies or deals, whatever that might be.

You also have a schedule that will be your calendar basically if you want to have a look and see how that works.

So that's of course connected with Outlook. I'm not sure in this room does everyone have connected to Outlook both email and email meeting.

@46:24 - Jennifer Solkarin (Assessio)

Jonathan, I have a question.

@46:28 - Anna Smids (Assessio)

I was trying to book a meeting in Hubsport earlier today, but I just came to connect your Outlook and I did and I know I had done it before and then nothing more happens.

@46:47 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, we can actually have a look at that because I think it's just want to make sure that you have all the right setups in there as well.

So let's see if we can just share your screen in a minute and we'll set it up together. I also just want to make sure that you can log emails from Outlook.

Is that also something you can do? So when you're sending an email, you can choose to log it in Hopspot from Outlook or is that something?

And I haven't seen something like that.

@47:15 - Anna Smids (Assessio)

Okay, I have to, I am connected with the screen in the room, so I need to, because I can't have...

Oh, maybe we lost them.

@47:26 - Jonathan Riis Gilmartin (sunrise.dk)

Getting here. Yes, I think you're here.

@47:32 - Anna Smids (Assessio)

We are here now. Yeah, we can hear you. Yeah, I had to disconnect to the room. That's totally fine.

That's totally fine.

@47:41 - Jonathan Riis Gilmartin (sunrise.dk)

One thing I'll just ask the group here, just to be sure that we have this. So I'll do a new email.

Yeah, I'll just share. It looks very strange, everything.

@47:57 - Anna Smids (Assessio)

Here it is. I can share my screen, but... no you you don't see anything uh no no i just i just took uh you can take mine yeah oh yeah that looks oh you have multiple windows open or is it just i think i have a problem here with teams as you can see you to choose one of them so okay i tried uh it's something strange you it was like uh i'm here this is my deal list yep yep i see it's perfect so uh up in the top right in the top right no actually you can say schema or do you say she

at the top have like a gamer how do you see i'm trying i don't know what i'm i'm you're trying now do that you know you can buy it so me and my with what i'm now yeah i would oh you know oh anime yeah we can hear are we here you here is my list of deals and here is one customer and minova yeah and i had a meeting yesterday and i was thinking oh i put it in here in house but and i put here on meeting and it was like connect your calendar here yes so i just gone here and said oh it's yes it is connected yeah but can you say save in the this is safe on svara in the left

@50:00 - Jonathan Riis Gilmartin (sunrise.dk)

bottom left. Yeah, I've done it several times, but maybe it works now. then go back to the dashboard.

@50:07 - Anna Smids (Assessio)

Yeah, let's try. And then I come back to another. Yeah, that's fair enough.

@50:16 - Jonathan Riis Gilmartin (sunrise.dk)

If you go to the top, you have the work spaces in the top, you have sales. exactly. Yeah, so I go back.

Yeah.

@50:23 - Anna Smids (Assessio)

And then you can you try to say the deals. You can.

@50:29 - Jonathan Riis Gilmartin (sunrise.dk)

You can also quickly see it if you just gave schema in the top. Have like this schema prop button.

And can you scroll down a little bit to see if that seems like it's been added. Yeah, here is my outlook calendar.

So it seems okay. So, okay, let's try to book the meeting out and have the meeting. It's fun. I have not seen it in Swedish.

@51:01 - Anna Smids (Assessio)

And then I go here, the MonteCast, and I go to Möta here. Now it works.

@51:10 - Jonathan Riis Gilmartin (sunrise.dk)

It's the IT guy, I need to look over your shoulder kind of thing, right? But it is, I have a meeting, it is here in my outlook.

Can I say yes, I want this connected to HubSpot, or is it already connected?

@51:27 - Anna Smids (Assessio)

Yeah, that's a good question actually. Can you close down this tab?

@51:32 - Jonathan Riis Gilmartin (sunrise.dk)

I will say also when you do it like this, if you create the meeting from HubSpot, it will be sent to the customer.

So if you already have the meeting booked, I wouldn't suggest doing that. Can you go into Vinova? You can say Rekista on the bottom right corner.

@51:56 - Anna Smids (Assessio)

Maybe the teams link in the bottom right.

@52:00 - Jonathan Riis Gilmartin (sunrise.dk)

So yeah, all the way. It's a C register. And we want to check if the meeting was there, right?

So in the middle section, you have, you can switch between all six. If you go up, sorry. Was it with Annika?

Yes. Okay. Yesterday. Yeah, yesterday. You can also just click on Annika and open up her as a record and see if the meeting is there.

think it might just sit on the contact for now. You just click on her name on the right in the top right corner.

Yep. And then you can see in the middle, have over six, over six or activity data. If you click on active activity data.

@52:54 - Anna Smids (Assessio)

Okay. Yeah. This is imported from up sales.

@52:59 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. okay so so this is for our university and yesterday it was meeting it was more people just Annika yeah yeah but i think that might be because the the other people were not there but so it doesn't seem like it's there yet but not there yet but um because i think the calendar thing was not really finalized set up but from now on if if you invite a customer from Outlook or a customer invites you and the email sits in HubSpot already the meeting will be put into HubSpot automatically so you don't really have to wear anything oh great but it's very good to know that if sometimes you want to you know just put into HubSpot because i mean my manager maybe will

@54:00 - Anna Smids (Assessio)

check how many meetings did she have and then I want all my meetings to be in HubSpot. So I can't go back and backlog, because then I will send an invitation to the customer.

@54:14 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, you can actually, you can and I just showed this in the Norwegian train as well, but I can actually show you two things.

One, if you click, you can see in the left corner and in the left top left corner you can see her name, right?

And underneath you have these buttons. have A-Post, SumTale, UpGift, Möte. If you click Flir, and then you can say logger in Möte.

Okay.

@54:43 - Anna Smids (Assessio)

So this is like a manual log.

@54:45 - Jonathan Riis Gilmartin (sunrise.dk)

No activity will be sent, like no meeting will be sent to the customer. But actually I have an even better thing for you to try out, which I hope works in your outlook, because you should have installed it.

So I'm guessing, can you, I guess, show you actually first that it might make more sense because HubSpot has added the option to take a meeting directly from Outlook and add it to HubSpot.

I need to see if I can find an example. So you can see my screen right? You can see I have this HubSpot sales option here.

@55:29 - Anna Smids (Assessio)

Is it an Outlook?

@55:32 - Jonathan Riis Gilmartin (sunrise.dk)

This is an Outlook, yes. So now I can see the attendees. This seems to be already in HubSpot. Oh, I'm going for my meeting assistant.

Maybe that's not what I want to do. That's a whole other thing we haven't. Oh, I'll find my Outlook again.

So I wanted to find a meeting that wasn't in HubSpot so should be able to add It's not enough.

I think most of my meetings are on HubSpot, but you also have that option to do that from the output.

But I also just want to check that we actually have the meeting. Sorry, we have the Outlook plug-in connected for everyone in this meeting as well.

Go in here. But you can do it also just on the contact. Just say log meeting instead. Thank you.

Yeah.

@56:32 - Anna Smids (Assessio)

OK.

@56:34 - Jonathan Riis Gilmartin (sunrise.dk)

So we've been actually doing this for an hour already. So time flies by when you're having fun. Do people need just a quick three, five-minute bio break?

are we OK?

@56:54 - Anna Smids (Assessio)

OK. Yeah. mean, it was muted.

@56:56 - Carlos Chacon (Assessio)

Can I grab a quick cup of coffee? Yeah. I was thinking just if people want a refill or coffee or something like that.

@57:03 - Anna Smids (Assessio)

Yeah, you like how I can see that you want a coffee or something, so I will join you. I have a lot already, so let's say five minutes and then we resume.

@57:14 - Carlos Chacon (Assessio)

Awesome, thank you.

@57:16 - Anna Smids (Assessio)

Five minutes, five minutes.

@57:19 - Jonathan Riis Gilmartin (sunrise.dk)

Five minutes, yes.

@57:20 - Anna Smids (Assessio)

Okay, let's think of our thing now, so put it in morning. I you you you we to hear each other I don't know, maybe three are there anyone who hears us?

maybe I hear you again let's just you I don't And the camera... I don't know what camera... He usually knows me.

I hear you. You look nice, Jennifer.

@1:00:18 - Jennifer Solkarin (Assessio)

It's me.

@1:00:22 - Anna Smids (Assessio)

It's... No, it's that Poli. It shouldn't be Poli. Yes, it is. hear us.

@1:00:36 - Jennifer Solkarin (Assessio)

Perfect. It doesn't right to me.

@1:00:39 - Anna Smids (Assessio)

No. And then... Now. Did you hear it now? Yes. You hear it. You too, perfect. That's good, Erik. Anapsis is coming up that this is...

I'm sorry Jennifer, Anton has laughed so hard when I have an problem with this.

@1:01:06 - Jennifer Solkarin (Assessio)

Yeah, this was really fun.

@1:01:08 - Anna Smids (Assessio)

Now you have to be one of these young people who keep this. But this is a part of your development top.

@1:01:15 - Jennifer Solkarin (Assessio)

I'm going to repeat this when we talk about the blind script.

@1:01:25 - Anna Smids (Assessio)

Yes. Yes. Yes, in. just, you got it. You who are a talented, long-term user. Have you looked at all these parts that we go through?

Does it comfortable and good for you? Yes, I think so. Yes. Yes.

@1:01:48 - Yasmin Handreck (Assessio)

Then you work mostly from business and contact cards, I Yes, as a seller. But you always to look at But I think there are so many ways to get together.

It depends on whether you're comfortable with it, you can do things in different ways in HubSpot. We don't to give you exact information it.

I agree.

@1:02:11 - Anna Smids (Assessio)

It feels like everything I click on is gone. Yes, but it's okay. It's okay, I just wanted to check in with you a bit, so...

Yes. We've all been online, because we've never had a problem. We were quick, but we saw it. It's just going out.

This is I get a chance to answer myself. This is where I to miss out on myself. It looks like it, I think it does.

Have you any answers from... Are they on the need to sign it? Yes, I think so. What kind of do you I am?

@1:03:02 - Carlos Chacon (Assessio)

Have you received any help from Backoffice? Yes.

@1:03:04 - Anna Smids (Assessio)

you saw the link?

@1:03:05 - Carlos Chacon (Assessio)

Yes, I have been a bit in front of them now, but I have apparently opened a account and sent it the way, and you have invited me to the platform.

Yes, good. Good.

@1:03:16 - Anna Smids (Assessio)

I understood all of that.

@1:03:20 - Carlos Chacon (Assessio)

You wanted to invite someone for the platform. I got that, at least.

@1:03:24 - Jonathan Riis Gilmartin (sunrise.dk)

Yes. Yes.

@1:03:26 - Carlos Chacon (Assessio)

Yes.

@1:03:27 - Jonathan Riis Gilmartin (sunrise.dk)

Yes. also understand. Jonathan, we will hire you after this.

@1:03:32 - Anna Smids (Assessio)

Yeah, yeah. No one knows our products better than you.

@1:03:36 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, hopefully, I guess.

@1:03:38 - Anna Smids (Assessio)

I wasn't planning on leaving any time soon, you know.

@1:03:41 - Jonathan Riis Gilmartin (sunrise.dk)

What we always do with most of our customers is we also have a managed service afterwards, so we will still be around.

And I hope like a setup like this develops over time as a very natural thing your business develops the setup develops.

And if we don't do that, then you will just end up with some of the same frustration. vision you've had with up sales is that it doesn't really fit the business needs and it's the same thing with hops if you have it for five years and you don't do anything to it so so I'll I'll stick around don't you worry okay so what I would really like to make sure to cover today can I just ask another question yeah so I checked the deals that the deals view and I tried to disqualify one of the deals but I couldn't find it in the stage in my view I share my screen show you can maybe it's better when you share because then you also get to do it yes so this one is not interesting and it's not a company it's just someone who was curious about our products so I wanted to disqualify directly but I don't have it in my stage yeah actually I can

see that I will just add, I'll add a qualification.

@1:05:03 - Jennifer Solkarin (Assessio)

Yes.

@1:05:04 - Jonathan Riis Gilmartin (sunrise.dk)

So for these we have just this qualification that I will add to this. Okay. And I'll just do it and you'll see it qualification in a minute and you can you can fill that out.

I'll put it, I will put it next to the deal stage. So if you're refreshed now I think you should be able to see it actually.

Okay, it's getting there. Maybe give it a minute, give it a minute and then hopefully you should you should see it as well.

Okay, perfect. I will stop sharing the screen then.

@1:05:39 - Jennifer Solkarin (Assessio)

That's perfect. Okay, we can continue. That was my question. No, it's fine. Okay, so I'll share my screen again.

@1:05:49 - Jonathan Riis Gilmartin (sunrise.dk)

But do we agree if you all of the people in this room click on just want to make sure because I know this can be a potential blocker down the road.

I want that to happen, the link I'll send you now, if everyone clicks on this link, and if everyone clicks on this link, does it look like what I have here, are you seeing something else?

@1:06:23 - Anna Smids (Assessio)

Yeah exactly, put it in the chat.

@1:06:27 - Jonathan Riis Gilmartin (sunrise.dk)

What are you at?

@1:06:28 - Anna Smids (Assessio)

Protein? Yeah, it's actually this. Does it look like this for you?

@1:06:35 - Jonathan Riis Gilmartin (sunrise.dk)

Maybe not, I don't think we configured this. Yeah, I see that.

@1:06:40 - Anna Smids (Assessio)

Perfect, good.

@1:06:41 - Jonathan Riis Gilmartin (sunrise.dk)

Fantastic. Okay, I'm in A class. Yes, I know what you're saying, why do you need to say it?

@1:06:49 - Anna Smids (Assessio)

I know. The second check is that I just want to go to your outlook.

@1:06:57 - Jonathan Riis Gilmartin (sunrise.dk)

So if you can just like. just take my outlook here, all the emails, and you can, I'm just trying to figure out if you can see a hotspot icon somewhere in your outlook.

Yes. I don't have that. Oh, I don't have that. Okay.

@1:07:19 - Yasmin Handreck (Assessio)

Can one of you share your screen?

@1:07:20 - Jonathan Riis Gilmartin (sunrise.dk)

So I just want to, because you might also have another version of outlook I found. So it looks a little different than what it is to me.

You want me to share? I'm using a hotspot browser.

@1:07:33 - Carlos Chacon (Assessio)

I mean, I'll put browser.

@1:07:36 - Anna Smids (Assessio)

I could share. Yeah.

@1:07:38 - Jonathan Riis Gilmartin (sunrise.dk)

Just someone who does not have it, if they could share, because then we can talk it together. I have it, though.

@1:07:44 - Carlos Chacon (Assessio)

Oh, you have it. Okay, but that's fine. share mine, you know.

@1:07:48 - Yasmin Handreck (Assessio)

Okay, have it there.

@1:07:49 - Jonathan Riis Gilmartin (sunrise.dk)

I stop sharing. I have my, yeah, you saw there.

@1:07:51 - Carlos Chacon (Assessio)

Yeah, exactly.

@1:07:52 - Jonathan Riis Gilmartin (sunrise.dk)

But we'll see yes, then, because then the rest of the team can do the same as what we do with Jasmine.

Oh, she has black as well. So I can see a quick, you want me to make it bigger? No, no, this is fine, actually.

In the top, have like the top bar or the menu bar or whatever. You can see that you have three buttons all the way to the right.

Oh, to the right.

@1:08:25 - Yasmin Handreck (Assessio)

Yeah. Yeah. Now you don't have that.

@1:08:28 - Jonathan Riis Gilmartin (sunrise.dk)

Oh, yes, because it sits somewhere else. If you go like seven to the left, I think it's around seven.

I'm trying to count. There's a small box with small boxes in it. Here, try to explain this.

@1:08:42 - Yasmin Handreck (Assessio)

Okay. There we got it.

@1:08:44 - Jonathan Riis Gilmartin (sunrise.dk)

you right-click on this, oh, yeah, and I think if like right-click, yeah, exactly. And then you can say pin.

We want to do this.

@1:08:56 - Yasmin Handreck (Assessio)

Yes.

@1:08:57 - Anna Smids (Assessio)

Ah.

@1:08:59 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. to click there and you need to log in and I've made it so that if you don't use the plugin for three days you will be logged out that's the max I could give it otherwise it would be one day or two days so I could put it at three days so it will keep you logged in as long as you just do it once every third day I believe in you I think you can do more so I just want to say that because that's a from the Dutch team they were annoyed I every day which I understand fully yeah I don't understand what you do every 30 days you just need to send an email I'll show you in a minute but you can say if you use this to send emails through outlook this will be logged and checked in hotspot automatically okay so you just need to do that once every third day and then you don't have to log in all the time that's actually just my point right but I also use with my microsoft

I haven't ever logged in with a password.

@1:10:03 - Yasmin Handreck (Assessio)

don't have a password. Oh, I think you can log in with your Microsoft account.

@1:10:07 - Jonathan Riis Gilmartin (sunrise.dk)

you? Let's not say I can do that. Why are you coming in? I logged in with my HubSpot password.

@1:10:15 - Anna Smids (Assessio)

Here now. I need to ask you something on the phone also. For now it says do you want me to remember you in this?

Yeah, I would recommend that. But are you sure that we are allowed to have that kind of thing? It would say otherwise in that case, automatic.

You can choose it from time to time. Is that what you're trying to say, Elvin?

@1:10:51 - Jonathan Riis Gilmartin (sunrise.dk)

The pro would say I forgot if it wasn't the playlinks.

@1:10:54 - Anna Smids (Assessio)

If not, because I got it on my fingers when I was searching. I had one like this in Apseldsen.

I had one like this in Apseldsen, but I have anything. No, but you weren't in the movie. I mean, I've seen it Revis Sol.

Yes. And he was like this from the beginning. Wait a I have to say this They said the same to me, Anna.

@1:11:19 - Jennifer Solkarin (Assessio)

Yes. You can't say passwords.

@1:11:22 - Anna Smids (Assessio)

Ah, okay, sorry.

@1:11:23 - Jennifer Solkarin (Assessio)

I was nowhere, I'm sorry.

@1:11:26 - Anna Smids (Assessio)

If you're not allowed to do that, it should be a part of this project because, I mean, it will be a system that everyone is using.

We actually have the option to add an SSO.

@1:11:40 - Jonathan Riis Gilmartin (sunrise.dk)

So I'm thinking I will just ask someone from IT, I guess, who can just help me configure that because we can add the possibility to just log in via Microsoft, for example.

And it seemed like that's what everyone is using, right? Yeah. So I'll just put that as a note that you can do that in the future so we don't have to remember.

the password. Yeah.

@1:12:05 - Anna Smids (Assessio)

Cool. Okay. But it seems like everyone has this covered, actually.

@1:12:09 - Jonathan Riis Gilmartin (sunrise.dk)

So that's pretty good, I would say. I don't have it actually.

@1:12:13 - Anna Smids (Assessio)

Oh, you don't have it. Okay. The A student just went down there.

@1:12:19 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, exactly.

@1:12:20 - Anna Smids (Assessio)

It's where he belongs to be now.

@1:12:23 - Jonathan Riis Gilmartin (sunrise.dk)

Okay, so what you can do is if you don't have another not seeing what Jasmine and the other were seeing, I'll just send the link I sent to the chat earlier.

Actually, if you can click that again, or just have it open by chance, HubSpot will say just share my screen here, you can see that HubSpot says pro tip, get the ad in for 365.

And I would say get the ad in. Get the new ad in.

@1:12:56 - Anna Smids (Assessio)

Get it now. Yes.

@1:13:00 - Jonathan Riis Gilmartin (sunrise.dk)

And then you should just log in, I think, and then it should be a pretty long way there. And then when you've installed it, Eric, you should be able to, I think sometimes you need to close your outlook and open it up again, but then you should be able to see the same as Jasmine was seeing.

Okay.

@1:13:41 - Anna Smids (Assessio)

And I'm guessing you have it also installed already, Albin?

@1:13:44 - Jonathan Riis Gilmartin (sunrise.dk)

seems like it. Yeah. I'm just trying to log in.

@1:13:48 - Yasmin Handreck (Assessio)

Yeah, that's fine.

@1:13:53 - Jonathan Riis Gilmartin (sunrise.dk)

That's fine. Okay. The reason why I want to make sure we have this installed is today you will create.

I know some of you already did this, but we will look into the some templates and some sequences. I know you already started doing this.

lot of you. So that's perfect. You got a hit start there. But then we can have a look at that and see what makes sense.

I just want to make sure that we have everyone connected in the right way.

@1:14:29 - Anna Smids (Assessio)

I get different kinds of options here. It asks me if I want to track when my emails are opening and or clicked, so I box that.

@1:14:44 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, actually, can you share a screen or do you have to pull out the whole thing again if you need to do that?

@1:14:50 - Anna Smids (Assessio)

But maybe we don't do that.

@1:14:53 - Jonathan Riis Gilmartin (sunrise.dk)

We did some adjustments during the pause.

@1:15:00 - Anna Smids (Assessio)

Maybe I can or maybe I can't otherwise.

@1:15:05 - Jonathan Riis Gilmartin (sunrise.dk)

think I can guide you through it Oh, I can also just No, that's fine. I would just so you can see I'll just do a new email here So So So I type in So you can see You can see here that when I typed in her email Automatically, I had a BCC address connected to HubSpot or not to HubSpot, but to my email This is actually what allows for the logging and tracking.

I'm not sorry. Just a logging So if you have this BCC address, it will be Locked inside of HubSpot.

@1:15:57 - Anna Smids (Assessio)

So what we would like that We would like to make sure to do it, just click the off-hospot sales here.

@1:16:10 - Jonathan Riis Gilmartin (sunrise.dk)

And if what you can do, what you can do is, if you can click what I just did, can everyone do the same?

Is it possible for you to do that as well?

@1:16:19 - Anna Smids (Assessio)

I don't know how, I don't know if we got this VCC address. No, so I did that because I clicked the off-spot icon here.

@1:16:33 - Jonathan Riis Gilmartin (sunrise.dk)

But do you see that in your outlook now, Anna? Or do we need to install the plug-in for you as well?

@1:16:43 - Anna Smids (Assessio)

Yeah, I have the icon, but it doesn't look the same way, but it is there. Okay, if you click it, what happens?

It happens, I got this list on the right side.

@1:17:00 - Jonathan Riis Gilmartin (sunrise.dk)

something like this as well, like two boxes, maybe it says track and log. that's what I mean, that spore, email and ringer.

Yes, so if you just, I've been an email, because if you have no email, HubSpot is not able to track or log it to anything.

But if you type in an email, you can just type my email. If you want to know my email is actually a bad example.

You can type A at Suvi, that's our daughter company, so I can use Alex if you want to. Because if you click in, put in an email, you can see now that over on the right side it actually updates and saying now you can log and track the email.

Does it make sense? So if you have this open and you scroll down to the bottom of the page, you should have something called instilling or settings or something similar.

If you click here and then go to the top, you should have log, log or spore instilling log and track settings and you click this.

I don't know what you see here if you see this as log. They're unchecked. Yes, so you need to check both.

It's the same thing I've done here and then you can say home or hemm.

@1:18:46 - Anna Smids (Assessio)

And should I below there in the same settings, it says log a never log and it is suggesting that I should never log internal.

emails. Yes, we have already created a never logged list.

@1:19:05 - Jonathan Riis Gilmartin (sunrise.dk)

So we have a never logged list of all assessio emails, bloom emails, sunrise, you're not logging to me either, because it feels like an internal at this point.

So we have put in a never logged list. So you can't do it. So you don't have to think of it.

It will just not allow it.

@1:19:23 - Anna Smids (Assessio)

Okay, but if I have other addresses that I don't want to be logged, some of us has, for example, customers that are secret in the in the defense industry that we are not allowed to share with each other that we have this kind of customers.

Could we put that kind of addresses also in there so it will not be logged in HubSpot? Yeah, of course, you can actually do that.

@1:19:47 - Jonathan Riis Gilmartin (sunrise.dk)

You can do that yourself here. So you can just type in the emails, the addresses, and it will be added to the never logged list.

Yeah, great.

@1:20:00 - Anna Smids (Assessio)

Perfect.

@1:20:01 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. So now that we have this in here, we have a lot of tools at our disposal. You will probably see these tools in Twitch, as I have them in Danish.

Some of you have already created some of this. I would actually really like to see, to have someone, maybe I can borrow you again, Carlos.

I know you have a sequence. Could I get you to share your screen so we can see how your outlook looks and also the sequence that you've actually done.

I would like to pull that. you're muted. Yeah, sorry. What do you want me to do?

@1:20:40 - Carlos Chacon (Assessio)

want me to share the outlook and show you what?

@1:20:43 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, just let's want to do a test email just to show how the sequence works from our look. Okay, I was just sitting in the middle right now.

Sorry about that. That's fine. What do you want me to show you this the sequence? Yeah, yes, actually, if we could just do a new new A-Post.

Do you want to send a mail?

@1:21:12 - Carlos Chacon (Assessio)

Yeah, exactly. Send an email from Outlook. I was just about to send the mail so I can just go into that one.

Yeah, that's fine. Yep.

@1:21:22 - Jonathan Riis Gilmartin (sunrise.dk)

Here it is.

@1:21:23 - Carlos Chacon (Assessio)

You see the hub spot here. Yes, exactly. Yeah. So if you, do we need to write something more on it?

@1:21:32 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, yes. I'll send another one. Yeah, let's do a whole new email.

@1:21:39 - Carlos Chacon (Assessio)

I'll send to who should be the lucky one. Unit Han.

@1:21:45 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, you can do me.

@1:21:47 - Carlos Chacon (Assessio)

That's fine.

@1:21:50 - Jonathan Riis Gilmartin (sunrise.dk)

Yes. And what I would like to, it looks a bit funny on the right side, but maybe you need to open and close it.

@1:22:00 - Carlos Chacon (Assessio)

Now that shouldn't be a problem, I think this is just to open your contact in HubSpot.

@1:22:06 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, okay, but if you click the sales tools, we want to have the, I think you have it in the HubSpot, but that was...

Oops, okay, I got logged out. No, but it seems like you have two in the top, doesn't it? You have one called sales tools and then called HubSpot.

Let's try to log in and see. Okay.

@1:22:33 - Anna Smids (Assessio)

I have this one active.

@1:22:36 - Jonathan Riis Gilmartin (sunrise.dk)

I think it's that one I was actually curious about. If you click for selling, try and then you have sequences.

That's actually the one I wanted to show everyone. You have these sequences at your disposal and I know that you have one.

You just click, yeah, exactly.

@1:23:05 - Carlos Chacon (Assessio)

So having a tough day today.

@1:23:08 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, that's not happening. Well, sometimes I see when sharing a screen, it becomes a little slow. don't know why.

@1:23:19 - Carlos Chacon (Assessio)

There we go. Aha, there we are. Oh, thanks.

@1:23:28 - Anna Smids (Assessio)

Is Eric excited? Can someone tell me if Eric is excited? Oh, absolutely.

@1:23:33 - Jonathan Riis Gilmartin (sunrise.dk)

Doesn't take so much, you know. Okay, so here's the sequence, but uh, Yeah, so baby Carlos, could I could I get you to walk us through your sequence?

I'm sorry. I'm sorry to put you on the spot, but I like that. I showed it to Norway earlier today.

So yeah, I like the sequence. Yeah, okay.

@1:23:54 - Carlos Chacon (Assessio)

Okay, so I have, uh, I think I don't know how many steps there are, but there's a sequence with different

steps which is automated on emails, introduction emails, follow-up email, and between every mail I have also another task which is to call them.

So you can see here first step number one is automated is this one introduction. then we have a sequence and step number two in the sequence is call them.

And you can see over step number three and I can click there but you probably just scroll down. Here is one to call and then it's another mail.

So I'll structure it with different mails, with different messages on each mail as well. But in between each mail I always have like another to-do thing if you call or you'll bring them on linked in.

@1:24:49 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah I think it's a brilliant it's a there's a lot of different actions in it but I like it actually yeah yeah was that the one you have around eight or

@1:25:00 - Carlos Chacon (Assessio)

then you're enrolled in already yes yes yes i will enroll more there i know that jasmine also doing a very good one prestigion and it was also created one they're quite similar i think they the only the differ is that i think that maybe we have some different you know days apart but it that's i think that's a personal thing as well you know how you want to work it how tight you want to have the frequency on the males uh on the males yeah so i've chosen to have a little more like in days in between of each male yeah but it's a personal thing you you can create this in sequences as well but uh i have a question with this now because now i'm when i'm in this sequence usually want to do it in hub spot you get this little thing like tab over here where it's when it says send uh why is the tab running here i think you have it on the top don't you can just scroll up okay okay no that's

@1:26:00 - Jonathan Riis Gilmartin (sunrise.dk)

top. That seems a little weird. Yeah. I think I have a little thing. I think we just might need five minutes after the session today.

Because if you here, it's not in logger.

@1:26:17 - Carlos Chacon (Assessio)

I think it's maybe hotspot having a tough time here.

@1:26:20 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, but I think it's because we have both outlook plugins installed actually. I think that might be it. It looks like it.

I think one is blocking the other and we need to remove that because otherwise that will be quite annoying for you.

is too.

@1:26:37 - Carlos Chacon (Assessio)

Yeah, exactly.

@1:26:38 - Jonathan Riis Gilmartin (sunrise.dk)

actually too. Hotspot has two outlook extensions and it seems like we have both. We can remove one of them together.

We don't need to do it now.

@1:26:46 - Carlos Chacon (Assessio)

We can just do five minutes later to do something like that. We should be able to get that sorted.

@1:26:54 - Jonathan Riis Gilmartin (sunrise.dk)

That was a sequence and I'm guessing the model art is the same thing here.

@1:26:58 - Carlos Chacon (Assessio)

can probably choose a model. created over here. So that's also quite neat that you can do that from here.

Like you said, it's not the fastest one today, but I think it's really cool. You can do it from Outlook as well because then you can do the mailing from Outlook and HubSpot.

Exactly. That's exactly it.

@1:27:18 - Jonathan Riis Gilmartin (sunrise.dk)

Sometimes you just need a good template or a good sequence in Outlook.

@1:27:24 - Carlos Chacon (Assessio)

You're not necessarily needing to go into HubSpot and do it, right? So instead having it like this, it's just way more powerful.

@1:27:30 - Jonathan Riis Gilmartin (sunrise.dk)

Have you tried the meeting link yet? Yes, I also put the meeting link into my sequences.

@1:27:38 - Carlos Chacon (Assessio)

I think we can probably use maybe this one. can see how it looks. If he wants to choose that one.

@1:27:45 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, it's having, as you mentioned, it's having a tough time today. I think it's also because we're sharing our screen.

think I have seen it very very simple when doing that, but I can just quickly run through. you go into the mail, you saw before in the format.

@1:28:00 - Carlos Chacon (Assessio)

You can see the actual context of the mail. There's also a link which you can add on the sequence.

For instance, you can invite somebody to book a meeting with you, and then you get another tab open. This is also automated, which I think is also awesome in your sequence.

@1:28:17 - Anna Smids (Assessio)

You can also do like these mails.

@1:28:20 - Carlos Chacon (Assessio)

I put an infographic, so you can also automate it. That's enough for the graphic.

ACTION ITEM: Create email templates for sequences - WATCH

@1:28:25 - Anna Smids (Assessio)

I think it's brilliant.

@1:28:32 - Carlos Chacon (Assessio)

I'm just also curious, course.

@1:28:36 - Jonathan Riis Gilmartin (sunrise.dk)

I'm guessing Anna, you do not have the time to create a template yourself, but it seems like most of the SA teams already have a template.

Am correct in that assumption?

@1:28:46 - Carlos Chacon (Assessio)

It seems like both Albin and Jasmine and Jennifer and Carlos, you already have, of course.

@1:28:51 - Anna Smids (Assessio)

Yeah, okay, because then the next part of this session.

@1:29:00 - Jonathan Riis Gilmartin (sunrise.dk)

I was actually about to focus on creating templates and sequences.

@1:29:04 - Anna Smids (Assessio)

It seems like you got that covered pretty well.

@1:29:07 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, it's over here.

@1:29:12 - Carlos Chacon (Assessio)

Sequences.

@1:29:16 - Jonathan Riis Gilmartin (sunrise.dk)

And it's really quite easy to be honest.

@1:29:19 - Carlos Chacon (Assessio)

It's really straightforward. You just create sequence over here. And here you do like you have like a ready like structure which they could maybe you can start one from scratch and you can do it the way you want to.

And it's really straightforward. It's really straightforward. Yeah, it really is.

@1:29:39 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, so the only thing you have to do like you just have to make mallar in Swedish, I don't know, the templates.

@1:29:46 - Carlos Chacon (Assessio)

And just link the templates to this step, automated email.

@1:29:52 - Jonathan Riis Gilmartin (sunrise.dk)

Exactly. Yeah.

@1:29:55 - Carlos Chacon (Assessio)

And then you can also here you can have a better overview of my thing. I have different steps. So I have, let's see, 17 steps in 38 days, 35% automation.

And here you can see more detail overview of the tasks and what it means. And also, you can see the link of Book of Meeting.

Well, you can probably take it.

@1:30:20 - Jonathan Riis Gilmartin (sunrise.dk)

I don't think you can click it unless you are in the template. But yeah, so you can see all of this.

I would highly recommend it to start thinking sequences into your day-to-day work, because it's just a very effective tool, as Carlos also just highlighted.

Super effective tool to do automated follow-up. Remember to always have a task on someone. The sequence will do it for you.

That's the brilliance of it, basically. Yes. You want me to show anything else?

@1:30:51 - Carlos Chacon (Assessio)

Yeah, I'm thinking you can just run the rest.

@1:30:55 - Jonathan Riis Gilmartin (sunrise.dk)

I have a question.

@1:30:58 - Anna Smids (Assessio)

Yeah, course. I'm still in the email, so if I take away, if the link in the copy isn't there, does that mean it is not logged?

So I can always show if it should be logged or not. So if I take away the link, it will not be logged.

Correct, yes.

@1:31:24 - Jonathan Riis Gilmartin (sunrise.dk)

Thank you. But I would actually, what you should instead do when you have the email, what you can just do is, let's say I create a new email.

I send it to Lydia. Say, house but sales. You can also just do, click this away. And then it's not logged.

I'm sharing. will do this.

@1:31:46 - Anna Smids (Assessio)

It's still me sharing.

@1:31:47 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, yeah.

@1:31:48 - Carlos Chacon (Assessio)

You can see here, now I should share.

@1:31:51 - Jonathan Riis Gilmartin (sunrise.dk)

So you can just remove this button right here.

@1:31:54 - Anna Smids (Assessio)

Yeah. then it disappears.

@1:31:56 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@1:31:56 - Anna Smids (Assessio)

And you can see the BCC disappears because if you just, if you just did.

@1:32:00 - Jonathan Riis Gilmartin (sunrise.dk)

I think it will reappear automatically.

@1:32:02 - Anna Smids (Assessio)

Okay, so that's good. Because I think it's not everything that has to be logged.

@1:32:07 - Jonathan Riis Gilmartin (sunrise.dk)

I mean, it will be a lot of information in HubSpot.

@1:32:11 - Anna Smids (Assessio)

Yeah, exactly. So I would recommend logging specific things.

@1:32:16 - Jonathan Riis Gilmartin (sunrise.dk)

One thing you do need to note, if I start the conversation with a log here, and then when the customer replies, the reply will automatically land in HubSpot.

I'll take this.

@1:32:33 - Anna Smids (Assessio)

Yeah, so the whole thing is, if you start a conversation and say log, the whole conversation will be logged automatically.

@1:32:41 - Jonathan Riis Gilmartin (sunrise.dk)

an important thing to note. Yeah, okay. But thank you, by the way, Carlos, for giving the overview. I don't think I need to show you how to create sequences.

You have Carlos who can help you set that up. And Yasmin, and it seems like... Everyone is pretty sufficient in this part in the Swedish team.

So that is super. So I'm just looking at my notes. OK. So we got the Outlook covered. We got both email and meeting covered.

So that's good. We are working on finding your global teams admin because then I can connect a Teams link to the meetings you're booking through Hubbot.

It's a little bit difficult to figure out who it is. But I think we found the person. Because I need them to enable Teams in Hubbot.

And I can't do it. It's a really quick thing to do. But I just need a person with a global admin.

ACTION ITEM: Bookmark key HubSpot sections (sales workspace, sequences, companies, etc.) - WATCH

So hopefully I can fix that today or tomorrow. And then I'll get back to you on that. OK. So just thinking, thinking, thinking.

ACTION ITEM: Bookmark key HubSpot sections (sales workspace, sequences, companies, etc.) - WATCH

Yeah, one thing I would suggest that you do. You can see I am a super admin. So I can see a lot right

You have the possibility to bookmark stuff. I can see Carlos already did that. But you have the possibility to bookmark stuff.

I would highly recommend doing that because otherwise, you will have to look through like, is the sequences for example?

Oh, it sits in automation. Okay. Instead of doing that, you can just go here once, click bookmark, and then you can go to the top section here, and you can see how I have these bookmarks.

Just, it's a little thing, but it saves you a lot of time in the day-to-day. So I would highly suggest doing that, just bookmarking like sales workspace, bookmarking sequences, companies, and so on.

Cool. Again, template, they sit here in the library. I would suggest as a follow-up exercise that if you haven't created

the template yet, I would suggest doing that. then again, you have a lot of, you have many colleagues who can actually help you with this exact thing.

So yeah, you can reach out to those if meeting help with the templates. And the thing I would like us to set up now, I have a few things for the setup part that is good to do in a meeting together.

ACTION ITEM: Create meeting scheduler link. Configure working hours, time zone, buffer time. Share with Jonathan for review - WATCH

It's the meeting scheduler. And Akalos, you have probably already been in here. So that's that's good. But the rest of you, if you click this link, I'll send it in the chat.

You should see the same thing I'm seeing just one line with a meeting name or a meeting number with a name for a link.

Is that what everyone has seen? Perfect. So if I click the link here, you can see how it looks looks like this.

I upload the picture. That is why I that's why you're seeing it. the picture in the portal, I highly recommend doing that.

It's just a bit more personal. And then we've added a Sessio styling as much as we can for the links.

So you should see everyone should be styled like this because it's a company-wide styling. And then you can choose the...

Are people familiar with this link? I just want to make sure otherwise I'm showing you something you know already.

Carlos, you have a question?

@1:36:28 - Carlos Chacon (Assessio)

Yeah, I just wanted to point out because this actually took more time than I thought it would because you have to...

There's two things you can do. You have to make sure that you're on the right time zone which I had, which I didn't.

So people could book me in the middle of the night which was not very convenient.

@1:36:49 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, so that's definitely something you have to look at and you can also make the...

@1:36:53 - Carlos Chacon (Assessio)

I saw this like you can make on... You can see like working days. You can put...

@1:37:00 - Jonathan Riis Gilmartin (sunrise.dk)

working days into their city can only book you between between those hours which makes everything smarter when you when you send out your links yes that is exactly what this is this is just jasmine showed me this i was like oh man because i thought they could book me in the middle of the night yeah i was dedicated right um no of course very important thing to toggle consider working hours and also you know availability Monday to Friday is a which dates are you available and yes your time zone i would highly suggest changing that as well um yeah the reason i like the meeting link is basically because it saves so much time for everyone involved especially when the customer is ready to schedule a call there's no need to share 10 dates or seven times that works for you or whatever that might be just having the link just saves that back and forth on

oh I have time there okay I don't and then you you know that's super annoying I will say. So it's a super good tool I would recommend that you go through this in your own time as Carlos also mentioned make sure to click through the tabs here in the top you have three main tabs and just you know look through the different parts and make sure that you know you're comfortable with the setup that is here.

Also the additional settings I will say is a good thing to look at for example if you don't change this you can only be booked two weeks out in the future and that's necessarily not enough I think so I always set it to something like eight because it's you know you want to give people the option to do it out in the future and then you also have like the minimum notice time before you can be booked I have this for one day and because I don't like to be booked like the same day because if that's an option

that's a little hard. I am planning my day in the morning, right? And if I get booked in the middle of the day, I'm like, oh, okay, I need to change my planning.

That can be pretty difficult. Then you have buffer time, which is just the time between meetings. Start time increments, which is just, you know, can the meeting start every 15, 20, 30 minutes or so on.

And in these settings, I usually recommend you just let them be as they are. It basically means that the customer is seeing everything in their browser language.

So if you have a customer that has the browser language in English, they will see it in English. they have it in Swedish, they'll see it in Swedish.

Does it make sense? Yeah, perfect. Again, I would suggest going through it in your own time. And then when you have created the link, feel free to share it with me.

I'll give you a second opinion on it. And then if I'll give you feedback if it makes sense for you.

You can also share with someone in your team to give you that second opinion. like of course Jasmin and Carlos who already have these links can also have a look at it.

ACTION ITEM: Create test deal, move through pipeline stages. Provide feedback on field relevance - WATCH

Perfect. Any questions for this before I go on to something else? So deals. So deals and the pipeline is some pretty important parts of the setup and I would very much like for the rest of the training for you to actually create a test deal and move it through the different stages and just play around and you will probably have questions.

ACTION ITEM: Create test deal, move through pipeline stages. Provide feedback on field relevance - WATCH

I could do it but I think it's better that you try it in the last 15 minutes that we have.

ACTION ITEM: Create test deal, move through pipeline stages. Provide feedback on field relevance - WATCH

So if it's okay with you I would recommend that you navigate to the deal overview and you click create deal in the top right corner or you can also find a relevant customer if you have

a real example of a customer you need to create a deal on, please feel free to do that otherwise you can just use sunrise as a test example that's up to you but I think it would just be good to have you create a deal yourself and just try it out and test it and see how that works.

And then I'm here for of course also questions and and all that stuff but it's good for you to try yourself as well I know some of you have already created deals but for the full group and Anna you can of course try the RFP part complete silence is always good I guess you look concentrated so I'll leave you to try it you're not hung I'll I'll steal you for a moment

@1:42:00 - Carlos Chacon (Assessio)

just to get these things sorted on the outlook thing. Yes, we can do it afterwards maybe when because that might be I've been having some issues with when you haven't thought about before but when you point it out it feels like it's it's registered in doubles sometimes.

@1:42:19 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah but it's actually it is the outlook part but what I do Carlos is I actually have I would have a colleague in Hofspot who would be quicker at fixing this so right after this call I can make someone from Hofspot give you a call and remove the one that does not make sense they have a broader access to do that than I have yeah so I'll have them give you a call it'll take five minutes and they'll do it they do it all the time awesome awesome so I'll just take a note to do that so I'll let you know after it'll be right after the meeting probably yeah awesome oh you just got a signed contract congratulations

I was quick and noticed that I have the notifications as well yeah so when we're creating a deal there's quite a lot to fill out but I mean like we do sell assessio platform like 90% of the time.

@1:43:16 - Yasmin Handreck (Assessio)

Couldn't that be like all we filled out as a standard and then you can change it the few times that we're actually selling another product.

We could of course. could certain things and recurring revenue is also like standard deal we make so I mean like that could possibly also be standardized.

@1:43:36 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah no we can. I mean what we could do is for the part of the setup that's the guided selling as I'm guessing this is what you mean right the revenue type and the platform.

Yeah exactly it's quite a lot that we like 90% of the times always use so if it's unnecessary we have to fill it out every time you know.

Yeah no that makes sense I mean what we could do is I'll just create a deal here quick. So I can show you what I was thinking we could do.

I'm guessing it's for the Swedish team, it would be 90% of the time, but not for everyone, right? As I understand, you have multiple platforms and everything, but I could do by teams.

I would just assign this to you, Jasmine, because I already have something that's team specific.

@1:44:25 - Anna Smids (Assessio)

Was this your first signed contract, Carlos, by the way?

@1:44:32 - Jonathan Riis Gilmartin (sunrise.dk)

Can you mute that?

@1:44:35 - Anna Smids (Assessio)

No, yes.

@1:44:37 - Carlos Chacon (Assessio)

Nice, congratulations.

@1:44:39 - Anna Smids (Assessio)

a signed contract, that's so quick.

@1:44:41 - Yasmin Handreck (Assessio)

And I tried to do two of them here, but we weren't new.

@1:44:45 - Jennifer Solkarin (Assessio)

I'm new, so congratulations.

@1:44:49 - Jonathan Riis Gilmartin (sunrise.dk)

What was it? The one that Jennifer threw at me.

@1:44:55 - Carlos Chacon (Assessio)

Okay, that wasn't in the description. Signed contract in four days. Four days, Thursday, three days, four days. Very nice.

@1:45:09 - Jonathan Riis Gilmartin (sunrise.dk)

I highlighted it in a meeting yesterday with the project group, because I thought it was a good example of what we can with HubSpot, because it's coming in as a prize.

I don't remember if it a book demo or what it was, but it's coming in with the website. We can route it quickly to the right salesperson.

The salesperson can then start doing the work, talking with the customer and doing all that. Yeah, I was too quick on that, because I created a new deal, but now we know that Jennifer can just add a new contact to the deal.

@1:45:41 - Carlos Chacon (Assessio)

Exactly.

@1:45:43 - Jonathan Riis Gilmartin (sunrise.dk)

I remember Milo's comment on that.

@1:45:47 - Anna Smids (Assessio)

Oh, he didn't follow the sales process yet.

@1:45:50 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@1:45:54 - Anna Smids (Assessio)

But for our defense, we took a meeting in 30 minutes.

@1:46:00 - Jennifer Solkarin (Assessio)

So we handled it, and we took a meeting in 30 minutes.

@1:46:03 - Anna Smids (Assessio)

I think it's very good. I think it's the best perfect meeting. I mean, again, I think it's best at the end of day.

I don't want to know if they're do that. No, it's just that. Is this the name of the meeting?

Uh, I don't know. Sorry.

@1:46:32 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, it's fine, but, but yes, it's a very good feedback. So what I'll do is I will just change the setup so that this is so it's so it's also filled.

You will just have to verify it then when you move it further in the pipeline that this is still the one that's going to be on the stream.

@1:46:56 - Anna Smids (Assessio)

Is that okay?

@1:46:58 - Yasmin Handreck (Assessio)

I think so. Yeah.

@1:47:00 - Jonathan Riis Gilmartin (sunrise.dk)

That's fine, we can...

@1:47:01 - Anna Smids (Assessio)

I don't know, I don't it's a problem. I will just... I'll make sure to...

@1:47:08 - Jonathan Riis Gilmartin (sunrise.dk)

One on one. One on one.

@1:47:14 - Anna Smids (Assessio)

Except we... is for two manhounds.

@1:47:17 - Jonathan Riis Gilmartin (sunrise.dk)

sounds like we're having a...

@1:47:20 - Jennifer Solkarin (Assessio)

Very intimate date here.

@1:47:23 - Anna Smids (Assessio)

So I was wondering, is it something that is...

@1:47:28 - Carlos Chacon (Assessio)

Viewable for the client or is it destination?

@1:47:32 - Anna Smids (Assessio)

This matters, type.

@1:47:35 - Jonathan Riis Gilmartin (sunrise.dk)

The type of meeting, yeah.

@1:47:37 - Anna Smids (Assessio)

No, no, sorry, that's not available to the client.

@1:47:39 - Jonathan Riis Gilmartin (sunrise.dk)

That's just internal. For yourself to know, this was a discovery meeting.

@1:47:44 - Anna Smids (Assessio)

This was the proposal meeting or negotiation meeting or whatever that might be.

@1:47:48 - Jonathan Riis Gilmartin (sunrise.dk)

If you want, you can have a special meeting type. You can have an RFP meeting if you want. But we can add to this if needed.

We try to keep it short, but we have certain meeting types that are needed, then we will... at those ongoing.

Okay, thank you. Yeah, of course, of course. Okay, Jasmin had some great feedback so that we have this, the guided selling part, sorry, we have this guided selling part here, which is already also filled with entity for example.

So you can see I have a workflow here, depending on the user who creates the deal will automatically put in the entity.

It will also automatically put in the country. For some reason it puts in euros, we shouldn't be in euros, should be in sec.

So I'll have a look at that. But it puts in country as well, of course. And then the segment, if the segment is known on the company, it will of course input the segment as well.

But Jasmin just mentioned that 90% of the time you're selling a social platform and it's a recurring revenue. So I will just have this prefilled.

And when you move it to the next steps in the pipeline, you can just verify that that is still what you're looking for.

Does that sound okay? I'll take that as a yes. So I'll give you just a little bit of homework.

What I would like for you to do is try to, uh, the deal you created. Move it through different steps in the pipeline.

And what I would really like your feedback on is, does the things we are asking make sense? And if not, that's fine.

I would want to know because otherwise we have things in there that for you does not make sense. And I would rather have something that is as qualified as possible rather than having something that we in the project group thought was a good idea.

So please give us that input, uh, in the process as well. And what I would also like to do as homework, I'm sorry for giving you that much homework, but you've been excellent students today and the best student gets the most homework.

ACTION ITEM: Test Assessio sales playbook on live deal (first call/meeting). Give feedback via email/follow-up session - WATCH

Is that not how it goes? I don't And now it is. I would also very much like for you to test the Assessio sales playbook because it's the same thing.

ACTION ITEM: Test Assessio sales playbook on live deal (first call/meeting). Give feedback via email/follow-up session - WATCH

I would really like to understand if this delivers value for you or if there's something you need to change, I would very much like to know.

The whole idea with the paybook is of course that you can use it on a live deal when you have the first call with the customer, when you have the first meeting with the customer, all of these scenarios the playbook is intended for.

So that would just be great if you could test it and give feedback either via email or when we have the follow-up session, which is not in the books but it will be shortly because we need a follow-up session as well.

Does that make sense? I have a question here, just a quick question. I didn't put my hands up, sorry.

@1:50:51 - Carlos Chacon (Assessio)

That's I'm actually thinking about is like when we do the sequences, it would be awesome because you can automate a lot of things.

maybe if you can like, instead of like, I don't like every register in every contact, I would love to, if there's any possibilities, if you can do it through industry because like you saw my sequence, it was an IT businesses.

When I look and when you did the migration from the up sales to HubSpot, there's a category that says industry, it's, I don't know, it's like it's taken from business, there's a whole text, what it is, but it doesn't really connect to, is it IT, it retail, you know what mean?

Yeah, I understand. Is that something that is doable to, know, to like, I don't know if HubSpot can read that in the internet and like connect which kind of business.

the street belongs to. So it can.

@1:52:04 - Jonathan Riis Gilmartin (sunrise.dk)

I'm just taking something here. don't know where this is coming from. Oh, this is ticket activity. No, I don't want to do that.

The hospital actually does that. That does that. And what we try to do is let's see if we have one.

I don't have one here. Knowing sometimes we can find an industry. Let's see.

@1:52:23 - Carlos Chacon (Assessio)

You can just like search for Rico, R-I-C-O-H. Yeah, if you want to. That's a company and the industry there.

It's like from business. There's a whole description. I can't really tie it to like if I want to tie it on industries to a sequences.

Yeah.

@1:52:47 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah. Let's just see if we can see we have a couple.

@1:52:52 - Carlos Chacon (Assessio)

That doesn't look properly.

@1:52:54 - Jonathan Riis Gilmartin (sunrise.dk)

No, no. Yeah. So it's other in this one. So we have this called the Sessio industry. Yeah, have something called IT and technology.

I know I'm pretty sure.

@1:53:07 - Carlos Chacon (Assessio)

So this is just map one to one from up sales.

@1:53:09 - Jonathan Riis Gilmartin (sunrise.dk)

There's no real like them. OK, but but but HubSpot actually automatically fills out a section as well. And we've actually set up a workflow that should transfer these sections.

But has another field that's auto populated. But actually I'm on RICO now and it it only works if you have it only works if you have a company domain name connected.

Let's see if we have that for RICO on one of these. can then show you. Company domain name. Fly OK, we have this one.

Let's do this one. Oh, OK, so it didn't fire. anything that's fair. But sometimes it can find an industry and we will then map the industry to the automatically be mapped to the SSU industry as well.

But you can use it in sequencing. So for example if you would like to have a list let's just see here the list tool we didn't touch upon that much today but that was my plan for the next training.

But let's say you wanted to do a list of contacts. We have a couple of minutes. can do this.

@1:54:26 - Carlos Chacon (Assessio)

And let's say we want to record a test.

@1:54:33 - Jonathan Riis Gilmartin (sunrise.dk)

It's important to have the right naming conventions. Test it. We can then say so I want to see the company list.

Sorry the contact list but I can filter on contact. Let me try that one more time. This is my second training today so I might be speaking a little off.

We can show contacts based on company information. So if I want to use the industry this issue i can then choose yeah it for example i'm not sure if you want to add more well you can just use that one as example yeah we use that one as an example right and then you can say we could say and then i want to see for sweden as a country we have this called country activity where you see which country it's connected to and then we'll wait and then it's giving us a list of contacts yeah then we can refresh and then we have 94 contacts yeah so you know yeah so this is some of the things that we can do we might also want to have the one

with a known email for example, so that's a that's another thing that you can search for in this. Yes, yeah, but we will also do that as contact that just like belongs to me or the person wants to add these to themselves.

@1:56:14 - Carlos Chacon (Assessio)

Exactly. So you can also search for that.

@1:56:17 - Jonathan Riis Gilmartin (sunrise.dk)

So you would then add what's called a owner. You could say contact properties and you could say owner. Contact owner is any of and then you can look at yourself, for example, or look at other colleagues where that might make sense.

We will cover lists as well in the next training because lists can be a pretty good tool for you to look at your current database and see what do we actually have we can activate.

So you have these I can see now right but these are probably probably already in a sequence, I'm guessing.

@1:56:51 - Carlos Chacon (Assessio)

these are only the only ones in sequence so there's a lot of ones that I'm planning on throwing into the sequence but yeah.

Perfect. Perfect.

@1:57:01 - Jonathan Riis Gilmartin (sunrise.dk)

I can tell you that we are also planning on setting live this week, something we've been preparing with the project group, which is a lead scraper that is coming from LinkedIn.

So the scraper itself will pull people who change jobs within our ideal customer profile and title within the last 90 days.

So if someone changed jobs on LinkedIn and they have a title and are within a company that we're interested in, we will create the contact in HubSpot and route it to you.

So you will have these lists automatically updated. Okay.

@1:57:35 - Carlos Chacon (Assessio)

So it will route it to the owner of the business?

@1:57:41 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, but a lot of them will also be unassigned from the start because they are not tied to an existing owner.

So these will be up for grabs for you to actually work with.

@1:57:53 - Carlos Chacon (Assessio)

Okay.

@1:57:55 - Jonathan Riis Gilmartin (sunrise.dk)

So if you need some extra leads. So I will send you that list. this week and I'm guessing you can work together with Jennifer of course as well to figure out what makes sense to to focus on.

Jasmin you have a question I'm thinking of time so yes I was wondering about the meeting link because I would like to have a team link directly in the invite but do I have to manually put that in from our look?

Not every time I'm as soon as I figure out the global teams admin and I'm able to add the add teams to your hotpot you will have that generated automatically every time for the meeting right but now I have to go in through the invite and just manually add it until it's added or yeah exactly until it's add you have to do that yeah but I'm hoping I can do that today so it shouldn't be too long okay perfect thank you of course all right

Thank you. I mean, so these sessions I've always like the one just had with Norway was different because we needed to focus on installing the outlook part, so we used a lot of time on that.

And so what we did here was was great. I think we came a very long way. So I don't have anything else on the agenda per se.

I think we've covered a lot of different good use cases. So I'm very happy. The only thing, sorry, if you have just one two minutes left to make sure to show you if you need to create a contract from now on, you can do it directly in hops via one flow.

So I would just I showed this in the session. Brush up session yesterday also, but I just wanted to let you know that if Carlos, not blaming you Carlos by the way, you didn't know this when you sent the contract to Japan Tobago Japan Tobago, but if Carlos had created a contract from the deal here on the right side.

he would have automatically been moved to signed. Oh, okay. Yeah, okay. Yeah. Yes.

@2:00:07 - Carlos Chacon (Assessio)

Yes. So that's awesome.

@2:00:08 - Jonathan Riis Gilmartin (sunrise.dk)

have, you should have here, you can click create. Can I link it now to the to the contract that is signed?

It's all been signed from everybody, I think, but can I link it so it's so it's like it's registered?

I will actually just ask one floor about that because they are yet to answer me about this. This is just for creating the contracts directly from HubSpot, but I'll get back to you on that.

Okay.

@2:00:41 - Carlos Chacon (Assessio)

Yes. Yeah.

@2:00:44 - Anna Smids (Assessio)

Yes, because I also will have a lot of need for backlogging, as I told you in the last meeting, Jonathan.

Yes.

@2:00:55 - Jonathan Riis Gilmartin (sunrise.dk)

So what we are doing is everything has been pulled out of up sales and will be put into HubSpot and then

we will add fields where we can also add manually if needed a contract you have some Anna I think which is not in one flow or yeah they are in one flow but we have they are scanned in because they are silent paper yes sorry but then the solution will actually be the same we will have show you here on the left side we will have a former contracts section where like spine contracts will will be with links to one flow so that you can always access them directly I think it as soon as this we have it I will send it to you so you can see it I think it will make more sense for you but for creating new contracts you have the option here to say create and then it opens up here and you can select I think you only have one option is your own workspace as always right and then you can just select

template. You have all the templates that you are used to, including the new assessio platform template. Then you just say create here.

And then the contract will be generated. I think this is the same process you're used to, right? then you can see here that now the contract is in draft.

I should have opened the contract and click send, right? I didn't do that. So I jumped in here and did this instead.

And I can save you in one floor if I want to. And when the contract is signed, it will automatically move the stage in HubSpot.

That's also cool.

@2:02:44 - Carlos Chacon (Assessio)

All right, guys.

@2:02:45 - Jonathan Riis Gilmartin (sunrise.dk)

That was it. I promise. Do you have any questions here on the end? Is there any way to use HubSpot for prospecting?

@2:03:01 - Carlos Chacon (Assessio)

Yeah, you mean like for outreach and for calling and stuff? Yeah, I mean, to get information from companies and contacts within companies or is that without the spectrum of HubSpot?

Oh no, is definitely within, I will say.

@2:03:19 - Jonathan Riis Gilmartin (sunrise.dk)

We are actively working on finding the right lead database for a social group right now to connect that with HubSpot.

So for example, finding the right contact within a company or finding the right title or whatever that might be.

So that is something that will come in the near future. just need to align on which to use. For example, Vishnu, one of the companies in the group is using Apollo and those leads are actually going into HubSpot automatically.

So they have a prospecting list that they can pick from and that works quite well. So maybe that is a tool we will continue with.

But I will definitely. you and the team updated on that. There's also what we're trying to do with the language grave, right?

We're trying to put it in HubSpotter. You can see it on lists, and you can just pick people you would like.

HubSpot also has a, I'm spoiling the beans now, or whatever that term is called in English, but HubSpot also has an AI prospecting agent.

I saw that, that's why I asked. Yeah, that's coming up. It's in close beta right now. I have access to it.

I think it's very exciting, but I'm not allowed to share yet with clients for some annoying reason. But that's HubSpot mandating that.

when it is ready, you will be one of the first clients who will receive the access board. You have it in your subscription.

It's not an added feature. It's just sitting there. It's going to be very exciting.

@2:04:57 - Carlos Chacon (Assessio)

Yeah. I can tell you that. good.

@2:04:58 - Jonathan Riis Gilmartin (sunrise.dk)

Sounds good. Cool? All right. Thank you for your time today.

@2:05:09 - Carlos Chacon (Assessio)

Thank you. Bye bye.

@2:05:12 - Jonathan Riis Gilmartin (sunrise.dk)

Thank you so much.

@2:05:13 - Yasmin Handreck (Assessio)

you Nathan. Take care. Bye.

Sales SE CPQ + go-live training - 4 March 2025

SE sales CPQ +Go-live training X Sunrise - March 04